Senior Director of Sales — Drive-Thru

Accountabilities

• Execute the 2027 go-to-market strategy across the United States, identifying, prioritizing, and pursuing high-potential QSR brands and strategic enterprise accounts.

• Develop account penetration plans based on customer growth potential, technology needs, and commercial opportunities, including legacy technology replacement, competitor product transitions, new store openings, and broader technology transformation.

• Determine the most effective route to market for each opportunity, leveraging direct sales, channel partners, or a combination of both.

• Own the complete new-business acquisition process, from prospecting and qualification through executive engagement, solution demonstrations, commercial negotiations, and contract execution.

• Build and maintain relationships with senior decision-makers across Operations, Technology, Digital, and Restaurant Development, securing executive sponsorship and developing compelling business cases.

• Generate and manage a consistent pipeline of qualified opportunities, establishing clear sales targets, pipeline coverage expectations, conversion goals, and forecasting practices.

• Maintain accurate CRM records, opportunity stages, close plans, and next steps while tracking performance against revenue, new-customer acquisition, pipeline generation, and conversion targets.

• Identify and address sales-cycle bottlenecks to improve conversion rates, deal velocity, and overall commercial performance.

• Develop strategic account plans that expand relationships beyond initial deployments into additional sites, brands, and regions, working with Account Executives to support structured account growth.

• Identify opportunities to introduce additional product capabilities and transition legacy installations to Vision and NextGen solutions.

• Collaborate with global sales leadership to activate channel partners across the Americas, develop joint account plans, generate co-selling opportunities, and strengthen partner contributions to pipeline and revenue.

• Coordinate with Customer Experience, Product, Marketing, Technical, and Operations teams to advance strategic opportunities and ensure clear accountability throughout the sales process and customer handover.

• Initially leverage global leadership and specialist customer experience resources for major demonstrations, executive engagements, and complex opportunities, then progressively lead discovery, demonstrations, negotiations, and closing independently.

• Establish repeatable sales processes and scalable best practices across the Americas, supporting Account Executives in performance management, account expansion, and commercial execution.

• Track and deliver agreed success measures, including new-customer acquisition, revenue attainment, pipeline coverage, conversion rates, executive engagement, multi-site expansion, partner-generated opportunities, forecast accuracy, CRM discipline, and regional sales independence.

Requirements:

• Significant experience in enterprise B2B sales, strategic account acquisition, and complex commercial negotiations, with a demonstrated track record of winning new customers and building substantial sales pipelines.

• Experience managing lengthy enterprise sales cycles involving multiple stakeholders, procurement teams, and executive decision-makers.

• Experience in Quick Service Restaurants (QSR), restaurant technology, hospitality technology, or adjacent enterprise technology markets is strongly preferred.

• Understanding of restaurant operations, multi-location businesses, franchise models, and technology-driven operational improvement.

• Ability to translate technical solutions into measurable business outcomes and compelling return-on-investment propositions.

• Demonstrated ability to engage senior executives, build trusted commercial relationships, map complex accounts, identify internal champions, and secure executive sponsorship.

• Strong prospecting, discovery, presentation, negotiation, and strategic account development skills.

• Advanced commercial and operational capabilities, including pipeline management, sales forecasting, CRM discipline, sales performance tracking, pricing, margin management, and contract negotiation.

• Sound commercial judgment and the ability to prioritize opportunities and allocate resources based on strategic value, customer potential, and likelihood of conversion.

• Entrepreneurial, self-directed leadership style, with the ability to build a market and create sales momentum rather than relying on an established sales engine.

• Strong cross-functional collaboration and stakeholder management skills, including the ability to coordinate teams and specialist resources around complex opportunities.

• Ability to balance strategic planning with hands-on prospecting, customer engagement, and deal execution.

• Willingness and ability to learn from global subject-matter experts, transfer knowledge into regional operations, and progressively build an independently functioning sales organization.

• Executive presence, strong communication skills, and a results-oriented approach to developing customer relationships and converting strategic opportunities into revenue.

Benefits:

• Remote work arrangement within the United States, as stated in the original job description.

• Senior commercial leadership opportunity with responsibility for growth across the Americas.

• Opportunity to shape regional go-to-market strategy and develop a scalable sales organization.

• Exposure to enterprise customers, executive-level relationships, strategic channel partnerships, and cross-functional collaboration.

• Opportunity to contribute to the adoption of technology solutions across large restaurant groups and multi-site businesses.